Unlocking channel potential for industrial services
We conducted an Opportunity Assessment and Strategic Alignment initiative for an OT client, laying the foundation for a scalable and sustainable channel model in their industrial services business.📖 Client Overview
A Fortune 500 operational technology company focused on the energy management and automation industry.
💰 Annual revenue: ~$39B
🎯 Project domain: Channel Development
🌎 Geo scope: South Pacific
🔬 Situation
The client aimed to capitalize on a significant growth opportunity in the services channel across the Pacific Zone. Despite a strong belief in the channel’s potential, gaps in the operating model, varied expectations, and internal challenges hindered the realization of a cohesive and scalable services strategy. Key challenges included:
Low attach rates for concurrent services, with significant untapped potential in non-concurrent services.
Limited enablement and motivation for channel partners to sell services effectively.
Fear of product cannibalization and internal misalignment on channel strategy.
The objective was to build a multi-year services channel plan, starting with a comprehensive opportunity assessment and extending to strategy development and deployment.
✍🏼 Our Approach
Opportunity Assessment
Conducted a detailed SWOT analysis to identify strengths, weaknesses, opportunities, and threats within the channel operating model.
Analyzed attach rates, service ratios, and RTM (route-to-market) mix to uncover growth levers for services across the lifecycle.
Strategic Alignment and Planning
Designed guiding principles for a services channel model, balancing immediate revenue growth with long-term strategic investments.
Created a multi-stage roadmap, including defining the partner play, value proposition, and incentive structures.
📈 Impact
Identified a pathway to build a €10M annual services channel run rate within two years.
Unlocked new revenue streams by enabling partners to sell non-concurrent services, increasing attach rates across RTMs.
Achieved greater alignment among internal stakeholders, ensuring buy-in across business units.
To know more, reach out to us at curious@ontopraxis.ai